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Things Not to Tell the Dealer

Discussion in '2nd Gen. Tacomas (2005-2015)' started by tcBob, Nov 10, 2007.

  1. Nov 10, 2007 at 2:33 PM
    #1
    tcBob

    tcBob [OP] Gringo Bandito Moderator

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    I personally don't agree with #10 but the rest seem to be good advice.

    1. "I'm ready to buy now."


    This is an admission of weakness and an invitation for the dealer to throw out a price that's slightly below the manufacturer's suggested retail price (MSRP) to see if you'll take the bait. It shows that you're too eager and willing to consider an offer, and it also gives salespeople the advantage by allowing them to talk you up as opposed to you talking them down. But by adding some very precise parameters, you'll sound confident and strong from the start.

    "Don't let them know that you're ready to buy without being very particular. If you're ready, say that you'll buy, but only under these particular conditions," says Gentile.

    There are two schools on negotiating. Going into the process, Gentile reminds consumers to be wary of the dealer cost. Consumer Reports has something called wholesale price, which is the normal dealer invoice price minus all relevant rebates and incentives. Similarly, most longstanding price-information services advise buyers to research the dealer invoice, along with any relevant incentives, then make a lowball offer that's maybe just a few hundred dollars above invoice. The dealer will follow your figure with a counteroffer that then allows you to go back and forth until there is a compromise.

    Conversely, a second school believes that making the first offer puts the buyer in a weak position. "When you make an offer on a car, you're digging yourself into a hole," says James "Spike" Bragg, a consumer advocate and founder of Fighting Chance, an information service for new-car buyers. "That offer will be as good as it gets. There's so much today in 'under the radar' sales incentives to dealers, you don't want to limit yourself."

    According to Bragg, many of the dealer incentives today are awarded on a dealer-by-dealer basis, often handed out for meeting sales targets. Because of this, you can't pin down these incentives on a particular vehicle, and you never know which dealership might be able to provide the better price at a given time.

    Bragg's method involves faxing quote requests from several different dealerships and asking them for their best bottom-line price on a particular model. His clients sometimes manage to negotiate prices well below invoice, even considering all published incentives. In this day of increased under-the-radar incentives, this method doesn't limit you to a bottom line and certainly has its merits if you're willing to put in the effort.

    2. "I can afford this much per month."

    "Don't tell the dealer what you're willing to pay per month. This is the biggest mistake a shopper can make. Often the dealer will focus on a monthly payment scheme, insisting you are receiving a great deal, but at the end of the day you won't really know what you paid, advises Gentile.

    If the dealer can get a number out of you, a common trick is to ask if you can squeeze out a slightly higher monthly payment, then raise the bottom-line price accordingly by hundreds or even thousands. Avoid this by insisting that you focus only on the purchase price. Walk away if the salesperson only wants to talk in monthly payments.

    3. "Yes, I have a trade-in."

    Don't tell salespeople you have a trade-in until a final transaction price is set. If you do and the deal hasn't been made yet, they may try to distract you with the "great" deal they're giving you on your trade-in as they skimp on the real deal. And if you catch that, they may try writing your trade-up for less.

    "You'll see games being played — they'll play one off on the other," Gentile says. Once you've decided on a sale price, then you can see what they'll give you for your old car.

    4. "I'm only buying the car with cash."

    Car dealers make a significant chunk of added profit when they sell you financing. If you don't at least leave the dealer with the possibility that he or she might sell you financing, you simply won't be getting the best deal. Bragg recommends saying something like "I haven't really thought that through yet. Maybe we'll see what you have after we agree on a price."

    But be truly noncommittal with financing, even though it's a good idea to line up tentative financing with your lender before you go car shopping.

    5. "I'm not sure…which model do you think I need?"

    If you're this undecided, you may end up driving away in a vehicle you neither wanted nor needed. Do the research in advance, and make your first shopping trip a short one. Use this opportunity to gather information and take your spec vehicle for a short test drive. If your uncertainty is apparent, you may end up buying the model with the most add-on equipment, the highest sticker price and, of course, the most profit for the dealer. Before you go shopping, narrow your choices down to three or four vehicles that fit your needs.

    6. "Oh, I've wanted one of these all my life."

    As soon as you've lost yourself in the dreamy vision of that gleaming convertible, the salesperson has you hooked, and your chances of getting a great deal are over. "Don't get caught heavy breathing," says Bragg. "Certainly don't admit to your spouse — with the salesman listening in the backseat — that you're in love with the car." Here's where you need to have a communication plan. Try to sound objective and rational. Point out some pros and cons and be observant and calm. Just don't say that you have to have this car.

    7. "I'll take whatever the popular options are."

    Don't ever ask for the "popular options" especially on a luxury model that already comes loaded. It's an open invitation for overpriced dealer add-ons such as interior protectant, window etching or undercoating. They're all things you can come back for later. Instead, go through the equipment list at home after your first visit to the dealership and then decide exactly what you need.

    8. "What's the lowest price you can give me?"

    Most likely, this question won't be taken seriously, and you will be met with a predictable performance. The salesperson will wince, maybe talk to the manager, fiddle with numbers and eventually come back with a price that probably isn't a very good deal for you. But there may be so much apparent effort in this performance that you'll be pressured into settling for that final number. Don't. To avoid this, make an informed and reasonable low offer, then wait for a counteroffer. Don't be afraid of silence. Conversely, don't be surprised if there's even a little drama.

    9. "Sure, I'll look at the numbers with you."

    Perhaps quite early in your visit, the salesperson will most likely make an offer to "just go look at the numbers." Dealers do this when they sense you're undecided, but they want to be in the position of control. Getting you in the office makes it harder for you to back out. Wait until you can call the shots of what you want at what price.

    10. "I think you can do a lot better than that."

    Never scold or accuse the salespeople. Be polite. Compliment them, and show respect. You'll never get the best price if you talk down to them. At least for the moment, you want them to be your friends. Let the scene play out, but leave when the deal's not good enough by quietly suggesting that the competition across town might be more willing to work with you.

    Source
     
  2. Nov 10, 2007 at 2:52 PM
    #2
    WildcaTaco

    WildcaTaco Well-Known Member

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    and here I thought the #1 thing not to say is here is blank check just put in what you think is reasonable
     
  3. Nov 10, 2007 at 3:51 PM
    #3
    TSUNAMI*22

    TSUNAMI*22 Obama can suck-it

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    Here's one of my lines that got the price from 17,600 to 13,600 out-the-door (included tax & all that stuff).

    "I noticed this truck has sat on your lot since April 4th, 07. That tells me I should maybe look at the Concumer Reports critique on this vehicle".

    Vehicles cost the dealer daily when they sit on the lot. They are very motivated to alleviate that situation in a hurry if possible.

    To make the bargain even more sweet, my trade-in was about to crap a head-gasket. This made "getting screwed" less painful.

    Bottom line: If you leave the dealership with a vehicle, you got screwed on the price. Period.

    A "good deal" is only a relative, subjective state of mind.
     
  4. Nov 10, 2007 at 6:30 PM
    #4
    ZonKs

    ZonKs Can speak french in Russian.

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    11. "Can I have yet another free soda?"
     
  5. Nov 10, 2007 at 6:33 PM
    #5
    Dcrooks84

    Dcrooks84 Sir Anal Loin of Beef

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    #12 Why are there three pedals? I thought they only came with two.
     
  6. Nov 10, 2007 at 6:36 PM
    #6
    ZonKs

    ZonKs Can speak french in Russian.

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    13. "Here...have a mint".
     
  7. Nov 11, 2007 at 4:04 AM
    #7
    Janster

    Janster Old & Forgetful

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    I don't worry about what I can or can't say. Your biggest and most important asset is RESEARCH.

    Take time to research everything and anything about the vehicle you want to buy. Know exactly what you want in a vehicle. Research pricing and KNOW what invoice costs are. Research financing and rates,specials, etc.
    And if you know someone who sells cars - there are perks the dealerships receive just for selling vehicles. Know the numbers...and you can bargain just about anything.

    Be firm and stand tall - don' make a purchase unless THEY meet your criteria. If they refuse - go to another dealer and bargain again. When you have multiple dealer offers - you can compare them and bargain even further. Which dealer is willing to offer the best?
     
  8. Nov 11, 2007 at 4:17 AM
    #8
    Viper-2

    Viper-2 Secret Agent

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    Actually I agree with #10. I can get a whole lot farther with honey in this case. I personally know I'm not going to buy this or that, or accept this or that. If I am nice to him/her the whole time and showing respect they are left with wondering what I am thinking the whole time.

    I just did this yesterday at a Toyota/Honda and Nissan dealer (I am in the market for new car for my wife).

    I have no intention of buying at the dealer unless I first get Invoice and at least 5/6 other (online) offers (I will drive far for a deal). Then I will give them a chance to beat it...the worst they can say is no.

    I do the psychological/NLP thing everyday...it's no problem for me to walk, walk gently and politely...but ultimately walk.
     
  9. Nov 11, 2007 at 10:51 AM
    #9
    Map06TRD

    Map06TRD Well-Known Member

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    just tell them u really dont need the truck... and your car/trade is fine.. go at the end of the month and middle of the week..

    o never let them hold your credit card or keys...
     
  10. Nov 11, 2007 at 10:54 AM
    #10
    Dcrooks84

    Dcrooks84 Sir Anal Loin of Beef

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    14. Excuse me but is there a return policy? You know just in case it doesn't fit right.
     
  11. Nov 12, 2007 at 7:43 AM
    #11
    nd

    nd Radical Town. It's a hell of a place!

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    15. I know where you're kids go to school.... now what was that price again?
     
  12. Nov 12, 2007 at 7:44 AM
    #12
    nd

    nd Radical Town. It's a hell of a place!

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    My very spoiled friend got a new explorer for his 16th birthday. He was really excited to see that it had "two brake pedals". The kid had never been in a manual before and had no idea why he needed two brake pedals. He was stupd this and he's even dumber now
     
  13. Nov 12, 2007 at 9:06 AM
    #13
    Dcrooks84

    Dcrooks84 Sir Anal Loin of Beef

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    There's no possible way someone is that stupid, is there? Is he from texas?
     
  14. Nov 12, 2007 at 10:19 AM
    #14
    007Tacoma

    007Tacoma I dub thee malicious!

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    #16. I brought the Lubricant and some non-latex gloves. Be gentle.

    I had a friend in Colorado that said this as a joke. He got a great deal on the first car he bought using the joke. I think the salesman thought he was pretty cool.

    However, the second time he tried to use it, he was escorted off the lot - so was I. :mad:
     
  15. Nov 12, 2007 at 10:46 AM
    #15
    nd

    nd Radical Town. It's a hell of a place!

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    Nope, just really dumb

    Nice, I assume you were charged with soliciting sex from a salesman....
     
  16. Jan 11, 2008 at 10:15 PM
    #16
    surfsupl

    surfsupl Well-Known Member

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    It never ends and never will!
     
  17. Jan 12, 2008 at 2:16 PM
    #17
    WilsonTheDog

    WilsonTheDog Kylie's dad

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    Nice list but it's irrelevant because, as Janster said, if you've done your research you "win". If you also have a third grade math level, that would help.

    No, most likely Ohio.
     
  18. Jan 12, 2008 at 8:22 PM
    #18
    klown

    klown Tacoma World Ring Leader

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    I don't deal with salespeople when buying vehicles anymore, I just use the internet to find the best price. I don't like to negotiate so I do my research and go with the dealer that gets me the best price. If you buy a vehicle from a dealer through a salesperson you will get screwed, internet pricing is often much cheaper.
     
  19. Jan 13, 2008 at 6:01 AM
    #19
    JKarp

    JKarp Active Member

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    Yup, Edmunds request a quote service worked great for me. In most dealerships, the fleet sales guy also does the Internet sales. They tend to do less BSing and are more a "here's our best deal, call me to make an appointment if you're interested" type transaction. They know Internet buyers already have the invoice price and know the various dealer games and don't try them.
     
  20. Jan 23, 2008 at 1:23 AM
    #20
    Sarge

    Sarge Member

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    I test drove a my 06 then went across the street and test drove a Chevy, then went to lunch for 2 hrs. When I went back to the Toyata guys they were very helpful and eager to drop the price. They don't want you to leave the lot, but do it anyway. Tell them your going to test drive a Nissan, Honda, ect. Wait 2 to 3 hours then come back and compare a few things that you don't like. They have room to work if you have time. I spent all day and saved maybe 4 grand.
     
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